Head of Business Development LINK <-please follow link to apply.
We have an opportunity for a Head of Business Development to join our team in Cambridge, MA.
This person will be the principal business development professional at MSI, responsible for driving corporate memberships -- establishing, cultivating and securing relationships with the top marketing practitioners in today’s leading consumer and B2B companies. MSI works with the most innovative marketing leaders across consumer, retail, advertising, technology, media and B2B sectors, and this role is responsible for continuing that tradition of working with the best. A direct report the CMO (with direct access to the CEO and impact across the entire organization), this position comes with significant responsibility to strategically prospect and close membership opportunities, with the backing of our leading reputation and over 5 decades of excellence in delivering the highest-caliber member experience.
For over 50 years, MSI has been one of the most respected and trusted organizations in marketing, catalyzing the application of leading marketing research to corporate marketing practice. A not-for-profit, MSI comprises corporate members from today’ leading consumer companies (Disney, Nike, UPS, Facebook, Walmart, etc.), and the top marketing scholars from the world’s leading business schools and research universities (Harvard, Wharton, UChicago, Duke, etc.)
The Head of Business Development strengthens existing executive-level member relationships and develops net new membership opportunities within key industry sectors. This is the leading revenue generating position within the organization, and as such, is a highly strategic role, responsible for developing and executing an organization-wide sales and development strategy. This includes the opportunity to strategically prospect, pitch and close new member accounts (with full support of MSI’s deep product experts and world renowned academic scholars) as well as to develop new revenue generating opportunities for MSI, including sponsorships and profitable strategic partnerships.
Actively manage the pipeline of potential MSI members, leading all targeting, member relations, and prospecting activities with the goal of closing new memberships.
Help drive awareness of MSI within key member segments.
With support from the CMO and Chief Experience Officer, develop a new membership-benefits/value pitch for MSI, based on tangible value to member companies, and rooted in decades of successful member engagements with leading companies.
Generate incremental revenue from upsell to new member initiatives and sponsorship opportunities.
Maintain an appropriate rolling sales pipeline to achieve targets for new memberships. Provide reports to executive team and board regarding member pipeline health.
Work with Chief Experience Office to develop a strategy for specific prospecting events.
Create a full-cycle sales strategy, ensuring that MSI is deeply engaging new members to set us up for success in annual renewals. Helps drive member retention strategies with the support of the CMO and CXO.
Leverage MSI’s CRM system to forecast accurately and set/report on membership goals.
Develop strong strategic relationships with executive-level clients (CMOs, heads of Research, Insights, Digital, Customer Experience and Data Analytics experts) to understand their needs and continually refine our membership value articulation.
Use analytical skills and general awareness of industry trends to understand our members’ changing strategy & marketing issues and needs.
Communicate professionally to both internal and external audiences. Represent MSI well in all member interactions (serve as the first and primary point of contact for new member prospects)
You have a proven track record in business development and sales, ideally for a member-based or research organization. You have an innate curiosity about business and marketplace trends, and an ability to translate these trends into prospecting opportunities. You have strong professional presence, with the ability to listen intently to prospective member needs and properly position MSI as a strategic solution to the most complex marketing needs. You have an appreciation for the importance of rigorous, evidence-based research from the world’s leading scholars. You have a desire and an ability to connect with marketing leaders at the world’s leading companies and academics from the world’s leading universities.
You have a proven ability to network, develop a strong prospect pipeline, and manage relationships to “close”. You know when to bring in subject matter experts (CMO, Executive Director, other esteemed academics, CEO) to support your efforts. You have a history of achieving and beating quota. You have a demonstrated ability to contribute positively to a collaborative, collegial culture.
You draw significant personal satisfaction from contributing to the growth of a mission-oriented organization. We’re a very collaborative group where every role is integrated with every other role in some way, so you’ll need to enjoy working regularly as part of a true team. You are open to new ideas -- and ready to offer your own. We are a small, nimble, flat organization that welcomes and enjoys all types of personalities and highly values diversity in all forms.
We require a BA and at least 8 years of demonstrably related experience. Experience in managing relationships with corporate clients is necessary, along with a few stories about complexities and challenges involved in managing a top-tier client relationship (Fortune 500, emerging leaders) Approximately 50%+ travel is expected (domestic, major cities) and occasional early morning/evening work is required during annual member events.
About Marketing Science Institute
MSI is a nonprofit 501(c)(3) organization, founded in 1961 to bring the best of science to the complex world of marketing. Today, MSI is unique as the only research-based organization with an extensive network of marketing academics from the best business schools world-wide, and marketers from 60+ leading global companies. MSI funds academic research and promotes its practical application with the aim of advancing marketing knowledge. Through access to high-quality events and activities, cutting-edge content, and stimulating networking opportunities, MSI members stay on the forefront of marketing thought and practice.